Deal Desk Manager (AMER)

Join Cockroach Labs as a Deal Desk Manager, where you'll lead the strategy, execution, and continuous improvement of our deal desk function. You'll serve as a trusted strategic advisor to sales leadership, own the deal desk playbook, and partner closely with various departments to drive high-stakes deals. This role requires extensive interaction with senior executives and a strong ability to operate autonomously in a fast-paced environment.

• Lead the strategy, execution, and continuous improvement of Cockroach Labs' deal desk function, serving as a trusted strategic advisor to sales leadership on complex transactions.
• Own and continuously improve deal desk processes, pricing frameworks, approval matrices, and quote-to-cash workflows to increase deal velocity without sacrificing governance.
• Establish and enforce deal governance, pricing policy, and discounting guardrails, and advise leadership on exceptions and their downstream impact.
• Demonstrated ability to influence and build trust with senior sales and cross-functional leaders
• Excellent communication and interpersonal skills, with the ability to distill complexity for executive audiences
• 8-12+ years of experience in Deal Desk, financial analysis, sales operations, revenue operations, pricing, or related fields, including experience with complex deal structuring
• Proficiency in Salesforce CRM; experience with Salesforce CPQ strongly preferred
• Strong customer-focused attitude with a proactive and energetic work ethic
• Comfortable in a dynamic, fast-paced, high-growth technology environment
• Bachelor's degree (BA or BS) required
• Experience defining and scaling deal desk processes, policies, and governance in a high-growth environment
• Superior organizational skills with the ability to manage multiple high-priority deals with attention to detail